1. Relationship Selling Skills
a nice picture???

2. Relationships aren’t ‘Taught’ but ‘Acquired’
Can we look at putting a better pic here???

3. JUST LISTEN LISTEN…LISTEN… LISTEN…
Perhaps the most important thing we ever give each other is our attention

4. Be a Partner NOT a Supplier
Acknowledges and reinforces the need for ongoing involvement with a client
Gain mindshare
Drive thought leadership
Partner with the client
Solve problems
Introduce innovative win-win solutions and applications

5. Relationship selling skills nurture business
Organic Growth
Building business through Networking
New Business
Nurturing a lead into conversion

6. A new way of thinking about Relationships
Organic Growth
Nurturing Business Development
ambitions through Positive Word of mouth
Drive revenue yield through Cross-sell, Bundle, Up-sell
Create future opportunities with Introduction to various product offerings
Revenue yield box to be bigger than other 2 boxes

7. Relationships are more important than
short term gain/ win
Pls put a pic

8. Driving Business development through Relationships
Displace current supplier
Identify prospects ~ expand category
Use referrals to advantage

9. “The Sun and the Moon need to line up to knock out the incumbent”
Find/ Fill gaps to identify existing opportunities or create new avenues
Use relationship techniques to advantage

10. Fundamentals
Fundamentals
Fundamentals

11. Invest in honing Your Relationship Selling Skills

12. First Impression
is the KEY

13. You are only as good as your last word
If I only had three words of advice, they would be, Tell the Truth
If got three more words, I'd add, all the time"

14. Answer WIIFM?
Positive Body Language
Patience
Let everyone talk
Check Egos at the door
No job is beneath you
Spend time on Right things vs. doing things right

15. No Shortcuts!!!!
The best shortcut is the long way, which is basically two words: WORK HARD
Luck is where preparation meets opportunity
When we are connected to others, we become better people
Phrase alternatives as questions

16. Preparation & Presentation
Relationship Selling
Preparation & Presentation
Good posture
Sincerity

17. Creating Profits through Relationship techniques

18. The Questions are always more important than Answers
How to create profits using relationship selling??

19. Be Profitable… Single Sales objective Cross Sell Bundling Repeat sales
Referral business
Move on to higher ticket items
Better Pricing
Customer retention

20. People are more important than things

21. There is more than one way of measuring profits and losses